Book chapter
Training Multicultural Sales Managers
Proceedings of the 1996 Multicultural Marketing Conference, pp 64-67
2015
Abstract
Today’s sales managers need comprehensive multicultural training to successfully prepare their sales forces to sell in increasingly diverse domestic and foreign markets. Yet, the sparse literature on sales management training indicates that most sales managers do not receive any training for their multicultural roles. Unless sales managers begin receiving multicultural training, their sales forces and their companies will have difficulty competing in the 21st Century.
Metrics
14 Record Views
1 citations in Scopus
Details
- Title
- Training Multicultural Sales Managers
- Creators
- Rolph Anderson - Drexel UniversityRajiv Mehta - Loyola University New Orleans
- Publication Details
- Proceedings of the 1996 Multicultural Marketing Conference, pp 64-67
- Conference
- 1996 Multicultural Marketing Conference
- Series
- Developments in Marketing Science: Proceedings of the Academy of Marketing Science
- Publisher
- Springer International Publishing; Cham
- Number of pages
- 1
- Resource Type
- Book chapter
- Language
- English
- Academic Unit
- [Retired Faculty]
- Scopus ID
- 2-s2.0-85125066773
- Other Identifier
- 991019174628804721